Insights

Whether you like it or not, your agency will fit into one of these four boxes.

Temporary spending curbs don’t work because most senior people in agencies can’t wait to start spending money again.

I’ve spoken a few times about the way we ran SearchLeeds and how it grew from 450 attendees at the Royal Armouries in 2016, to around ~2,500 at the first direct Arena in 2019. This time, I just want to talk about the Leeds part.

The majority of agencies are hiring senior staff exclusively right now. Here’s why that’s a mistake for some agencies.

Direct mail is getting more popular again, for reasons mostly to do with how much garbage we receive digitally. Here's what you should think about if you want to try sending things to prospects in the post.

I help the agencies I work with to win “transformative” deals. Basically, getting a signature on a contract that changes the agency for the better.

I’m writing this at the start of September, when most people have returned from summer holidays and agencies have high expectations for sales over the next 3-4 months. Who is it that you're going to sell to?

If you’re using AI (which I think most people reading this will be), then you’ve got an obligation to tell your clients how it’s being used.

Building proprietary technology has always been on many agencies’ roadmaps, partly because it has the potential to increase the agency’s price tag in an acquisition. There are other reasons too, though.

advise agencies on what constitutes a “lead” most months. The ambiguity often comes from using the terms “marketing qualified lead” (MQL) and “sales qualified lead” (SQL), which are commonly found in SaaS businesses…which agencies are not.